Partnering with clients to improve their Sales Operations

Overview Sales Training

  • Sales Essentials
  • Solutions Selling
  • Strategic and Key Accounts Management
  • Online Sales Training
Sales Essentials is the most effective and practical foundation sales skills, process and thinking training course, designed to give any salesperson - from novice to experienced - a thorough grounding in the essential knowledge, skills, & mindsets needed to sell effectively. The first sales program in Australia to achieve a university qualification and be available in both classroom and online e-learning format, Sales Essentials provides salespeople with the foundations for professional selling including...
  • A sales system of core principles, skills, tools, templates, processes and models that lead to sales success.
  • How to plan your sales territory and prospect for new business with confidence
  • How to plan, open, direct a sales conversation and close a sale
  • How to understand customers' priorities and perspectives and effectively position your offerings
  • Insights into the application of the key skills of questioning, listening, responding to scepticism, indifference and obstacles
In today's complex and competitive sales environment clients are looking for salespeople who are able to work with them, as partners, to develop meaningful solutions - solutions that provide greater effectiveness and efficiencies, and which minimise or contain risk. ValueBased Selling is purposely designed to provide salespeople, already proficient with basic sales skills, with the processes and tools to work within complex sales situations that demand higher levels of relationship, multiple decision-making contact points and complex solutions that go beyond features and benefits. ValueBased Selling provides more experienced sales executives with the skills to...
  • Develop trust-based relationships that encourage buyers to confide important strategic issues with sales executives
  • Define different decision-making protocols and capture share of mind in the decision-making process
  • Understanding logical business drivers that underpin a business case and the desired future of the client
  • Understand decision-makers personal risk tolerance and risk profiles
  • Interpret buyer expectations and then create value based solutions that minimises risk
  • Present a valid business case, handle objections, negotiate and develop ongoing viable business partnerships
  • Address any cognitive dissonance and ring-fence important clients
Key Accounts and Strategic Accounts are an important part of any organisation's customer portfolio. The challenge is ensuring that these accounts are sold to and serviced in a way that does not erode margins. Competitive Selling Strategies - Barrett's powerful strategic and key account management programme teaches salespeople to how assess the viability of, penetrate and ring-fence key accounts. Once won, the programme shows key account managers how to defend their hard won ground by gaining the trust and support of buying influencers across the buyer's value chain. Competitive Selling Strategies provides account managers with the thinking, skills, techniques and tools to...
  • Assess the viability of a potential account using our unique account planning tool
  • Develop a sales strategy for capturing a key account
  • Develop trust-based relationships that encourage buyers to confide important strategic issues with sales executives
  • Develop an understanding of what challenges buyers face, and how these impact the buyer's value chain
  • Harness internal resources to craft, deliver and integrate meaningful solutions
  • Address and cognitive dissonance and ring-fence important customers
Lifelong learning must now be a part of everyone’s career plans. In today’s job market, taking Online Sales Training though Online Courses help sales people remain competitive and they do not need to take time off from their jobs to advance their sales skills. A growing number of employers are turning to online employee training for a hands-on, interactive way for employees to learn. More economical in both time and money than conventional training, this form of training has become more and more popular as Internet technology has improved and Web access has become near ubiquitous.
Disadvantages: Not supervised, not as intensive as classroom, not customized
Advantages: Cost Saving, Flexibility, Accessibility
See  Online Sales Training  for further information.

Sales Training

Sales Training
“In the modern world the approach to selling has changed and our sales training has to change with it. Clients aren’t looking for salespeople who do business, they are  looking for business people who sell. Utilising the “BARRETT”© methodology, we provide programs and workshops that assist you in developing an empowered, high performance business sales team that consistently reach and exceed the goals and targets they have been set.

The fact is if you improve yourself then you improve your life and if you improve your people then you improve your business – that’s why we train. Whether you are talking life, sport or business the power to succeed is in your hands.”

The purpose of Barrett's Sales Training is to give everyone access to the skills, processes, tools and personal insight we all need to be able to proactively and consistently sell ourselves effectively. That means we need to be able to act ethically and confidently in any situation - whether we are in a traditional sales environment, professional services or just need to communicate internally. Since 1995, we have researched and synthesised a vast array of information and distilled it into practical easy-to-apply processes that you can use every day to make decisions about how you work and relate with others. In addition, we have researched and defined the core behavioural competencies that underpin our sales training.

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A Semi-Government organisation
Our team worked closely with Barrett's at a time when the market place in which we operate had become increasingly competitive, and as a result our sales team could no longer rely on our strong brand and passive referrals for new business. Leading up to the program our entire sales team completed an assessment to gauge sales prospecting fitness, with the team provided with individualised reports during the program to illustrate suggested strengths and potential weaknesses highlighting areas for development. This included a discussion on mindset around the sales process.Our three day course was introduced to our Regional General Managers on the first day with some specialised coaching training so that we could follow up one-on-one with the sales team once the program was completed. To enable this we were armed with practical tools provided by Barrett's to assist this coaching process, to ensure we could respond to the needs of each member of our sales team. The program itself illustrated the changes that had taken place in the sales process over time, and provided information and action plans as to developing an increasingly successful sales environment within our organisation. We looked at the overall prospecting process including goal setting, lead generation and review.Prior to our work with Barrett's the sales team had accepted a huge challenge to talk to 1000 new prospects over a short timeframe, and initially we heard any number of barriers and excuses as to why this would not be possible, however with the practical lessons gained from Sue, our 25-strong sales team put into practice the learnings from the course, and with the confidence gained we successfully hit the target, with time to spare. Working with a limited timeframe the sales team were able to focus their energy on the prospecting process, and successfully generated a pipeline of enquiries to follow up over the following period.This great result has provided a great deal of motivation for the sales team, and we are confidently looking forward to a productive prospecting future. Thanks Sue and the team at Barrett's for your support.

Working as a team we enable our clients to sell more, more effectively, at healthier margins and with less risk of failure